Professional Services Engagement Manager
GitLab is an AI-powered DevSecOps platform that unifies the entire software development lifecycle into a single application. It helps development, security, and operations teams to collaborate and deliver software more efficiently, with security integrated at every step. The platform is trusted by millions of users and a majority of the Fortune 100.
About GitLab Inc.
GitLab is a comprehensive, AI-powered DevSecOps platform that streamlines the entire software delivery process by unifying the development lifecycle into a single application. It integrates source code management, CI/CD, security, and monitoring to help teams build, secure, and operate software more efficiently. Key features include automated security scans built into the development pipeline and AI-driven tools like GitLab Duo for code suggestions and chat, which enhance developer productivity. GitLab serves a diverse client base, from startups and open-source projects to large enterprises, including over half of the Fortune 100. The platform aims to reduce complexity, accelerate delivery cycles, and strengthen security and compliance for its users.
Skills
About the Role
You will discover customer needs, scope outcome-oriented professional services engagements, and develop tailored proposals and statements of work. You will present engagement options, guide commercial and ordering processes, coordinate staffing with delivery partners, manage risks and objections, and maintain accurate forecasts.
Requirements
- Experience with professional services selling processes, including discovery, scoping, proposal development, and commercial structuring.
- Experience using Salesforce for opportunity management, forecasting, and quoting.
- Experience working in a pre-sales setting and developing statements of work for implementation projects.
- Working understanding of the software development lifecycle, DevOps practices, and cloud transformation efforts.
- Communication and stakeholder management skills.
- Facilitation, negotiation, and problem-solving skills.
- Ability to work cross-functionally with sales, solutions architecture, delivery, and operations teams.
- Ability to work with minimal supervision in a fully remote, asynchronous environment while managing multiple opportunities and accurate forecasting.
Responsibilities
- Perform discovery with account teams and customers to understand capabilities, constraints, and desired business outcomes.
- Design standard and custom services proposals aligned with customer goals, success measures, and implementation needs.
- Build and present scoped services engagements and packaged solutions.
- Guide customers and account teams through services value, commercial terms, agreements, and quote and order processes.
- Coordinate staffing, skillsets, language, and time-zone coverage with Professional Services Operations and delivery partners.
- Address pricing and implementation objections and identify engagement and delivery risks.
- Meet financial targets and maintain accurate services forecasts using Salesforce and Clari.
- Build cross-functional relationships and relay customer trends to improve services offerings and the customer journey.
Benefits
- Benefits supporting health, finances, and well-being.
- Flexible Paid Time Off.
- Team Member Resource Groups.
- Equity compensation and Employee Stock Purchase Plan.
- Parental Leave.
